STORY 1: The business put pressure on the Sales division to increase Salesforce adoption.
Sounds great the business-side is on board. Now, with your “Salesforce Admin” hat, you the #AwesomeAdmin can handle it, not a problem.
Challenge A: Sales Management does not want sales team wasting time doing data entry. Sales should be selling.
Challenge B: The Sales Reps are not familiar with Salesforce. Plus, of the 100 Sales Users, 75% are tenure and have their own why of doing business.
To overcome these challenges, see them as Opportunities… (Ha point intended). Place your Salesforce Admin hat on, shoulders back and stand tall. Pull out your back pocket your “Salesforcer” benefits!
Now you may be wondering… how can you apply these benefits to increase Sales User adoption.
#1: You know who the people are in your organization.
You will want to make a list of Sales Users, VP, Executive Support, and other Sales Support roles.
Stakeholder Analysis Matrix
Consider interviewing new Sales users to identify concerns and get a good feeling of what you are about to step into. Write down their attitude next to their name on the list you started. Sales Support: excited to collaborate with outside sales reps, want to learn the tool, Outside Sales Reps feel like it is “big brother” or “what’s in it for me”, VP of Sales: one more thing to manage and push their Sales team to do. It was partially my job, to force the VP to understand how to engage their team members and use Salesforce.
Salesforce Tips for Sales Management
#2: Business Needs (In this example Sales Needs).
Through the interviews and conversations with Sales Users, you will get a good handle on what they need and how they need to do things to be successful. Document those and who is requesting this change/improvement.
Know how the Sales department tracks revenue, commissions, forecasting, quotas… how do they identify “big deal”.
Look for any spreadsheet tracking and have conversations around implementing that into Salesforce. My past job, I was aware the Sales Executive Support person spent over 3 hours updating quarterly reports for the different Sales VPs.
Create a Salesforce Roadmap for the next 6-12 months specific to the Sales needs. This may include Outlook Integration, mobile configuration, workflow rules /email notifications, adoption dashboards/ users reports, and specific features to enable (forecasting, quota etc.).
TIP: Get approval from Sales Management (in this case) on the road map. This tool should be referenced when Sales has new ideas and making is requests that are NOT on the roadmap. It helps you and Stakeholders focused on the priorities and identify future needs. It will give you the power to say “No, not at this time”.
What is a road map?
Wait a second, now you have created a stakeholder matrix and road map and realize you are only one person. This is a great opportunity to approach your boss/manager and have a discussion on increase your time spent on Salesforce (maybe 100% of time)…. this will be a later post.
#3: Salesforce Knowledge on How the tool works.
Remember earlier, the 3-hour spreadsheet…. I took that spreadsheet and implemented into Salesforce. POOF… magic done and Executive Support was so happy and amazed that she is working with her VPs and getting them excited about Salesforce. Win-Win.
With that same data, I was able to create reports and dashboards for Sales Management team based on Key Performance Metrics. Next thing I knew, Sales Managers wanted more reports but my focus was on adoption. I could pull out the road map and let them know when I could implement these new reports (later on or maybe not sure this timeframe).
Salesforce Adoption Dashboard (free on AppExchange)
Back when I interviewed individuals, there were many users not happy about having to use Salesforce. I created a sub-set of Sales Subject Matter Expert. This group included advocates for using the tool, as well as those NOT interested in using the tool. I have to say, providing one-one times with those NOT interested helped me understand their needs. I was able to implement small easy changes, adding a status that this individual needs to have… creating them to like the tool.
One common theme I heard a lot from the Sales Users who did NOT want to use the tool, “Salesforce the tool is great. It stinks, we have to use it”. After hearing this over, over and over again, I decided to have some fun with it. Later that year, at the National Sales Conference, I had a Salesforce booth, helping Sales Users activate their mobile device, provided demo and an opportunity to chat.
At the booth, I handed out air fresher and the best part, I was dressed in a skunk costume (head to toe.. no kidding. If I locate the picture, I promise to post it).
This is a true story of how I used “Salesforcer” benefits to my advantage.